Twenty-five years experience to give you the edge in negotiation.Case Studies

Case Studies

IT -Risk Management:

At Comdisco, one of the first Disaster Recovery providers in the industry, I negotiated many disaster recovery contracts with strategic customers. Comdisco’s Disaster Recovery Projects were often one-of-a-kind requiring in-depth understanding of risk management and limit of liability issues.

IT - International:

I worked in Comdisco’s London office for a four-month assignment for a four-month assignment to support a newly hired attorney and to help develop the legal infrastructure in response to rapidly increased global expansion. I assisted the UK sales force on many financing and lease deals and disaster recovery services agreements.

Healthcare GPO Issues:

I led a team in the renegotiation of the contract for in a product category representing over $500 Million in expense to member hospitals. Market intelligence suggested that current contract pricing was at least 10% too high. Decision to bring category to RFP was made. I assisted two line business executives in the negotiation with 4 full line vendors. After intense negotiations, I achieved significant, ground-breaking concessions in product category.

Improved pricing (both line item and incentives).

Developed Downtime Protection clause that allows members to buy competing product without allowing vendor to raise price on related product if the vendor's product exceeded specified downtime.

Implemented Termination Without Cause provision - a major concession.

Detailed remedies surrounding product reliability (warranties, etc.).

Not-for-Profit Issues:

While at Comdisco, I established the COMDISCO Foundation in honor of former Chairman, and worked with the stakeholders to ensure smooth functioning of legal requirements.

At YMCA of the USA, I advised leadership of member YMCAs on questions of movement-wide importance, including applicable tax regulations on qualified sponsorships.